5 Minute Marketing Tips #13 – Major Marketing Mistakes You Need To Avoid

Hello everyone. And welcome to another Tuesday’s 5 Minute Marketing Tips. Today we are talking about still we’re in a series on the disastrous things that companies don’t do that make their marketing nearly impossible. And these are kind of a list of my pet peeves of things that companies don’t take care of. We try to do marketing, and then the marketing is not as effective as we would like, because these things have not been taken care of. The first two in the series, we talked about online reputation. And I think we talked about, I’m not sure what else we talked about, I can’t remember now. But in this particular video, we’re going to talk about a CRM. What it is, why it’s important, and why not having one is highly problematic.

Here is an issue that I have encountered many times in my marketing career. X business says, “We need incoming leads that are qualified.”

And I say, “Okay, well we can very easily generate leads for you in this particular niche. We’ve done it before many times. We’ll do that for you.” And what happens is we generate a ton of incoming leads of people that are actually looking for the service that the local business or whatever kind of business it is is actually looking for. And then what happens is, and I believe we get the phone call after about a month or two of this. “Hey, you know what? Those leads, none of them are becoming clients. You’re giving us really bad quality leads.” And the problem is they don’t have a defined process for dealing with digital leads. Digital leads are not a referral. People are not going to wait for you. If you get a digital lead, if you don’t attend immediately to that lead, and take the correct action, and have a good sales process in place, well then guess what? You’re not going to close on that lead.

The statistics are overwhelming. I’ve seen different statistics, but if you don’t answer your lead in the first five minutes, then you’re looking at a drastic decrease in the percentage of probability that you will actually close on that lead. And sole proprietor businesses are famous for this in my opinion in the marketing world, because they’re trying to do their service, and at the same time, they’re trying to answer their phone or answer emails. It doesn’t happen. And ultimately what you get is for those kinds of people is they’re paying for leads, but they can’t handle them, and they have to stop their marketing.

And this could be resolved if they would put in place a CRM system. And a lot of times I tell my clients like, “Hey, let us put in a CRM system for you before we start doing marketing.” “No, no, no, it’ll be okay.” And then they end up going, and we have to create a calendar, and make a CRM system for them.

I have this open. This is our CRM. What is a CRM? It’s just a system to help you to keep your clients, or to close your clients. And it’s really good. Different CRMs have different focuses or foci. This one is the one we use. This is only for marketing agencies. And it’s also the one we use for our clients. Our clients can purchase a seat with this particular CRM from us, and we set it all up, and customize it, and make it all work for them according to their specifications.

But there’s all kinds. Salesforce is a CRM, and super famous, but super clunky and terrible, and I hate it. And then you’ve got ones that are very simple. And you’ve got all kinds of different costs. We’re not going to go through in this video, different kinds of CRMs. But the main thing is that you pick one that does what you need it to do. If you have an incoming lead, whether that’s a phone call, or you need to create a calendar, it needs to do exactly, and be specifically what it is that you need to do. You can see here that I’ve got this running. This is an email sequence to a lead magnet that we created. And immediately, this lady’s name is Jenny, I don’t even know who she is, but we’re giving out a lead magnet. We’re giving out something for free via Facebook in Facebook ads. Jenny will, she had downloaded that, so she gets an email sequence after that. And we also send her the Tuesday’s 5 Minute Marketing.

What this does is helps you to automatically follow up. We also have text messaging in this. You could make it so that if you missed a phone call, that someone would immediately get a text message. “Sorry we missed your phone call. We’ll follow right back up as soon as we can.” And you may also have a sales team. And that sales team maybe needs to, when the call is missed, to get a notification, “Hey, you missed this phone call.” It makes it more likely that they’re going to follow up in the first five minutes. Having a CRM and having an automated system in place to follow up on leads. Let’s say you get an email, they should get an automated response right away to their email. “We received your email. Our sales team is processing it.” At least that at the very least.

You’re not going to close on all the digital leads, because they don’t know who you are. This is not a referral. You’ve got to compete for those leads. Have you ever seen companies that buy from home advisor Angie’s List? And these companies, local companies, they buy these local leads. But these leads are shared with three other people. And because they’re shared with three other people, who’s going to close on that particular client? Well guess what, it’s going to be the company that has the automated system in place that texts that lead, that emails that lead, and then they have somebody give them a phone call. And the CRM is what will allow you to do this, and allow you to get organized, and do this in the correct way.

You really need to have one in place of some kind. There’s million different CRMs. We won’t go into that today. But this is one of my pet peeves, no automated system in place to deal with incoming leads. Let me encourage you if you haven’t investigated a CRM to begin that process of putting that into your business, and making sure you have a system in place to help you deal with your incoming digital leads. Whether that be a B2B or B2C type business, business to client, or business to business type business.

This is getting too long. We’re going to close. Thanks for watching Tuesday’s 5 Minute Marketing. Like and subscribe to our content. And I’ll be talking to you next week.